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Make It Happen Mondays - B2B Sales Talk with John Barrows

Updated 3 days ago

Rank #39 in Careers category

Business
Careers
Entrepreneurship
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John Barrows is a leading B2B sales trainer and founder of JBarrows Consulting. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable sales tips to close more business and brings on industry leaders.

Read more

John Barrows is a leading B2B sales trainer and founder of JBarrows Consulting. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable sales tips to close more business and brings on industry leaders.

iTunes Ratings

97 Ratings
Average Ratings
82
5
1
4
5

Great

By kingATLxo - Oct 28 2019
Read more
I really enjoyed this show!!

Jim DeMichele

By DeMichele - Sep 13 2018
Read more
Real and to the point is how I describe John and his insight

iTunes Ratings

97 Ratings
Average Ratings
82
5
1
4
5

Great

By kingATLxo - Oct 28 2019
Read more
I really enjoyed this show!!

Jim DeMichele

By DeMichele - Sep 13 2018
Read more
Real and to the point is how I describe John and his insight
Cover image of Make It Happen Mondays - B2B Sales Talk with John Barrows

Make It Happen Mondays - B2B Sales Talk with John Barrows

Latest release on Jan 27, 2020

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John Barrows is a leading B2B sales trainer and founder of JBarrows Consulting. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable sales tips to close more business and brings on industry leaders.

Rank #1: 79: Secrets of the Top 1% of Sales Reps - Scott Ingram

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Scott Ingram has interviewed a ton of the top sales professionals. To be invited on his podcast, you have to be the top rep on your team, or in the top 1%

His book breaks down 60 of the top sales stories into four categories, mindset, relationships, sales careers, and the sales process.

Nov 12 2018

44mins

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Rank #2: 85: Charles Muhlbauer - Discovery Calls

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Charles Muhlbauer, founder of Skillshare The Discovery Call Specialists, joins me to talk about discovery calls. We talk about:

What makes discovery so important What can reps do better? What makes a good discover good Knowing when to pitch and when to have a conversation Why John doesn’t believe in BANT Creating urgency Increasing curiosity   Learn More at SalesShare

Feb 04 2019

43mins

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Rank #3: 109: Building A Winning Sales Mentality & Growing With Sean Sheppard

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My long-time friend, Sean Sheppard joins me to talk about:

Being a 5-time Founder having successful exits

The routes of a salesperson and their education

How the sales profession has changed over the years

The power of showing your true character

How to get truthful responses by being a realist

Aug 05 2019

52mins

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Rank #4: Encore: Cold Calling Phone and Voicemail Strategies

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Enjoy this encore episode of a classic Make It Happen Monday. Originally recorded live on Facebook, John Barrows talks about:

The right way to make phone calls Why phone calls aren't as popular anymore The power of Neuro-linguistic programming (NLP) on phones and how to use sensory words Why you should be leaving voicemails How power hour call blitzes are the most efficient way to make calls. What to say instead of touching base and checking in

Questions include: How do you incorporate phone call touchpoints into enterprise sales What the second best answer in sales is

May 27 2019

32mins

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Rank #5: 59: Kevin Dorsey and Humanizing Sales

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Kevin Dorsey from ServiceTitan comes by for an extended episode of the podcast to talk about humanizing sales.

We talk about why sales is the best career to have, and some major nuggets including when to discuss price, and the types of questions you should be asking.

Kevin also shares his thoughts on when it's ok to skip parts of the deal.

Jun 18 2018

48mins

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Rank #6: 47: Objection Handling With David Priemer

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David Priemer of Cerebral Selling joins me to talk about objection handling.

David has worked at several startups, including Rypple which was acquired by Salesforce to become Work.

Learn more about his training at http://cerebralselling.com/

Mar 19 2018

33mins

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Rank #7: 71: Negotiations and Procurement with Mark Raffan the Negotiations Ninja

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Mark Raffan, the Negotiations Ninja joins me on Make It Happen Mondays to talk about the other side of negotiations - procurement. We extended this one to an hour because we were getting so into the conversation.

Topics we covered include.

What is procurement, how are they held accountable, and what are the different types of procurement. Matching buyer roles to sales roles Different categories of buyers Sophisticated vs unsophisticated buyers Getting over someone’s head There is more than one close Misconceptions about procurement What happens when both parties stay silent for two minutes Know your walkaway line

Sep 17 2018

1hr 1min

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Rank #8: 61: Maximizing a Slow Week

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In this episode during the 4th of July week, Morgan and I chat about how we can make the most out of what is typically a slow week.

Items we cover include Being all in or all out this week Prepping your outreach for the second half of the year Reviewing your own calls and lost deals Why it can be a good time to gather intelligence Reaching out to potential mentors

Enjoy your 4th of July if you're in America, and have a great week if you're an international listener

Jul 02 2018

33mins

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Rank #9: Encore: Always Be Closing?

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A.B.C. Always Be Closing. Really? I think we need to always be conscious of closing so we can make it happen, but to always be closing isn't realistic in B2B Sales.

Since it's a holiday, enjoy this encore presentation of one of my most popular episodes of the Podcast.

Sep 04 2018

31mins

Play

Rank #10: 124: Motivation, Goals & Ambition With Scott Leese

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We're pleased to have a friend of the team on the podcast this week, Scott Leese. In this episode, Scott brings amazing insight into how he dealt with serious health issues and still climbed the ladder in his sales career, as well as how you can replicate his process. Stay tuned for:

Mastering Motivation

Climbing The Career Ladder From The Bottom

Appreciation Vs Ambition

& More

Nov 18 2019

51mins

Play

Rank #11: 67: Networking and Events

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John shares his tips for networking events. From doing your research and going in with a game plan to using video after the event for follow up.

Aug 21 2018

31mins

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Rank #12: Encore: Questioning Skills

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With a lot of us taking a long weekend, we're running an encore of one of our favorite episodes - all about questioning skills.

Use these skills to close out the year strong.

Make It Happen!

Nov 26 2018

28mins

Play

Rank #13: 125: Setting Yourself Up for Sales Success with Jordan Arogeti

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This week on the podcast, we're excited to welcome a baller on the sales team at SalesLoft, Jordan Arogeti. She's crushing it and is here to tell us about how she found her sweet spot in sales, how she picked the right company to work for and embraced their culture. This is one for the reps out there looking to build their career and also the managers who wants to hire and retain amazing talent to nurture. 

In This Podcast You’ll Learn:

Picking your companies you want to work for

Work life balance

SalesLoft's culture and environment

Nov 25 2019

50mins

Play

Rank #14: 49: Getting Your First 10 Clients

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I'm joined by Tukan Das, CEO of Leadsift to talk about getting your first 10 real customers.

Some of the things we talk about are why you should always charge your early adopters. How to test your sales strategy, and why your founders need to be your first sales reps, even if you're technical.

Apr 02 2018

32mins

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Rank #15: 112: Transparency in Sales with Todd Caponi

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Author of "The Transparency Sale," Todd Caponi joins us this week to explore transparency in sales. Todd shares an amazing story of how he flipped an entire sales team's approach to selling in B2B by using complete transparency. Highlights include:

Transparency in negotiation

The SCARF model in sales

How to stop hoping the buyer doesn't spot your product's flaws

How to handle mentions of competitors with transparency

Aug 26 2019

58mins

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Rank #16: 64: Owning Your Career with Christopher Fago

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Christopher Fago drops by to talk about why you can and should be excited about honing your craft.

You have a 30 - 40-year career. You don't need to be in a hurry to get promoted after 9 months. Take more time to crush your quota now. You don't need a made-up title to feel better about yourself. The importance of failing Finding your motivation Do what is not expected of you to get noticed Going all in on what you're doing

Questions Do you have a pregame ritual before you start dialing? At the start of your sales career, what did you do to prevent people from ghosting you? What is the one thing that can keep an SDR committed and focused?

Jul 30 2018

46mins

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Rank #17: 89: Jason Bay CoFounder and CRO Blissful Prospecting

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Jason Bay, Cofounder and CRO at Blissful Prospecting came on the podcast to talk all things prospecting. Some of the items we covered are: 

Prospecting best practices in 2019. What's working right now Building a social presence  How he used prospecting to become a guest on Make It Happen Mondays

Find Jason on LinkedIn for regular prospecting reviews and prospecting tactics and strategies.

Mar 04 2019

51mins

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Rank #18: 66: Hope is Not a Strategy and Sales Enablement with Roderick Jefferson

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In this episode, my good friend Roderick Jefferson joins me to talk about how hope is not a strategy, and why enablement is so critical to organizations success.

  • Training is not a one-time spot fix that’s reactive. It’s ingrained and woven into a company’s fabric
  • If you don’t know the sales handshake, you’re marketing 
  • If you know one more thing than everyone else in the room, you’re the subject matter expert
  • We’re change management agents
  • Coaching only works if someone is coachable
  • Hope is not a strategy 
  • Reps need to think about the enablement department of a company
  • What drives the company? Sales, service, engineering will all drive the company differently. You need to go where your personality fits
  • Make leadership your megaphone
  • Ask people who are smarter than you
  • Enablement is a lot like college or marriage, it’s not for everyone and it takes a lot of work!

Aug 13 2018

38mins

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Rank #19: 88: Kyle Porter SalesLoft CEO

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This is a special episode of Make It Happen Mondays with my good friend, and CEO of SalesLoft, Kyle Porter.   In this episode:   How Kyle and John got connected Ability to evolve Living your values and culture Using Sales engagement to free up more time for your customers The Future of the SDR role Different types of cadences  The perfect level of personalization Marketing automation to ABM   Don't forget to save 50% off your Rainmaker tickets using code VIP at https://rainmaker.salesloft.com

Feb 25 2019

49mins

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Rank #20: 69: Side Hustles with Lucas Walker

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Should you have a side hustle when working in sales? Maybe, but not for the money.

Lucas from my team shares how he started his business from a side hustle, and what to consider when starting one of your own.

Aug 27 2018

32mins

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132: The Art of Closing A Deal With Danny Read

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This week we're pleased to have an award winning sales rep on the podcast. You may remember back at Dreamforce, Chili Piper threw a competition judged by John Barrows and other sales leaders. The criteria to win was to tell the panel about a deal you closed against the odds, using teamwork and generating a great solution for the buyer a the same time. Enter Danny Read from G2 who was one of the winners. In this podcast, he talks us through the story of his deal and the hurdles he overcame. This is a killer episode for AE's out there!

In This Podcast You'll Learn: Giving a lot away Teamwork that helps the buyer get what they need Getting the deal over the line

Jan 27 2020

1hr 6mins

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131: Using Personality Types In Sales With Drew D'Agostino

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Drew D'Agostino joins us on the podcast this week to share insight into the key personality types sales reps will encounter. Everyone is different, which means they respond well to different types of information. It's our job to understand this and make sure we put our best foot forward, with each type of person. Drew lifts the lid on some surprising data his tool has found...

You'll learn: Giving Group Presentations Understanding Key Personality Types & What They Care About Thinking Like A Buyer & More

Jan 20 2020

54mins

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130: What World Class Sales Coaching Looks Like With Dave Kennett

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We're pleased to welcome Dave Kennett to the podcast this week. Dave is the CEO of Replayz, helping sales reps learn the lessons they need to go through to be more successful. In this episode, Dave and John talk over what sales coaching looks like on a day to day level and what truly world class sales coaching looks like. Here's a hing, there's a big difference between what most companies do and what the best do! 

In This Podcast You'll Learn:

How Sales Coaching Actually Gets Done Which Reps Need Sales Coaching Most Reps Participating Or Not Participating

Jan 13 2020

1hr 6mins

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129: Trademarks of Top Sales Reps With Tom Williams

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We're pleased to welcome DealPoint.io's CEO Tom Williams on the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their best-self and make those small tweaks that really make the difference. We're talking small tweaks to how you find the right prospects, how you run your calls and how you follow up. Nothing that any sales rep can't do. You'll learn:

Establishing Transparency & Trust

Finding Your Best Customers

The “Mutual Action Plan” Follow Up

& more

Jan 06 2020

48mins

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128: Decision Makers & Champions with Geoff Surkamer

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Decision makers and champions are parts of a salesperson's everyday life. We're constantly reaching out to talk to decision makers or champions that can help us land that next deal and solve that problem or pain for a customer or client. But how do you spot genuine decision makers and champions? Geoff Surkamer joins us to help you learn:

What a Champion Really Is

The Path To Purchase

Sophisticated vs Unsophisticated Buyers

& More

Dec 16 2019

54mins

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127: Sales Careers & Values with Dave Crow

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This week we're pleased to have Dave Crow from Seismic Software on the podcast. Dave and John met through their good friend Todd Caponi, who we recently had on the podcast too. Dave gave us a great view into how you can continuously evolve in sales and how to find your sweet spot, the area where you shine the most. Dave uses a candid conversation he had with an Intern of his as reference to how you can do this and do what you love, not just doing things for the title or pay. You'll learn:

Laying foundations and finding your spot

Owning your own learning

Believing in what you sell

& More!

Dec 09 2019

44mins

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126: Bridging The Sales & Marketing Divide with Dialpad

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This week we're bringing you a 2 for 1. Dan O'Connell and Keith Messick from Dialpad join us representing sales and marketing respectively. We talked through how they bridge the classic sales and marketing divide that's been an issue for decades in B2B. These guys have some pretty interesting tactics and methods to help you hire people who are going to have that empathy which bridges the sales and marketing divide. You'll learn:

How Dialpad qualifies leads

Causes of the Sales & Marketing divide

How Dialpad bridges the Sales & Marketing divide

& More...

Dec 02 2019

43mins

Play

125: Setting Yourself Up for Sales Success with Jordan Arogeti

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This week on the podcast, we're excited to welcome a baller on the sales team at SalesLoft, Jordan Arogeti. She's crushing it and is here to tell us about how she found her sweet spot in sales, how she picked the right company to work for and embraced their culture. This is one for the reps out there looking to build their career and also the managers who wants to hire and retain amazing talent to nurture. 

In This Podcast You’ll Learn:

Picking your companies you want to work for

Work life balance

SalesLoft's culture and environment

Nov 25 2019

50mins

Play

124: Motivation, Goals & Ambition With Scott Leese

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We're pleased to have a friend of the team on the podcast this week, Scott Leese. In this episode, Scott brings amazing insight into how he dealt with serious health issues and still climbed the ladder in his sales career, as well as how you can replicate his process. Stay tuned for:

Mastering Motivation

Climbing The Career Ladder From The Bottom

Appreciation Vs Ambition

& More

Nov 18 2019

51mins

Play

123: Finding Your Sweet Spot in a Sales Career with Amy Volas

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This week we’ve pleased to have Amy Volas, CEO of Avenue Talent Partners on the podcast. Amy is experienced in the world of sales but has found her true calling in helping sales people and sales teams get recruitment right. In this episode, Amy and John go through what the journey of finding your true calling is like and how sales people out there can find the right roles for their sales career as a result. You'll learn:

Finding Your True Calling in Your Career

Trying Everything In A Sales Career

Becoming Self Aware

& More

Nov 11 2019

49mins

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122: The Difference Between Men & Women In Sales with Cynthia Barnes

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This week we're pleased to have Cynthia Barnes on the podcast. Cynthia is helping women in sales reach the top 1% of their profession. But what are the differences between how men sell, and how women sell? If there are big differences, surely the training we all need should be different. Cynthia addresses how she finds women in sales working differently to men and how the results differ too...

In this podcast, you’ll learn:

Do Men & Women Sell Differently?

Thoughts on Women Selling To The Enterprise

Strategies for Personal Brand Building

& More

Nov 04 2019

49mins

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121: Using Sales Content In Meetings With Doug Winter

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This week we're pleased to have Doug Winter on the podcast. Doug's the CEO of Seismic Software, with over 9 years of providing slicker sales enablement solutions to draw experience from and share with us. A lot of Doug's work is based around helping sales teams plan out their content that they can use in calls, but mapping out what content they already have and tweaking it is harder than it sounds...  

In this podcast, you’ll learn:

Sales Content Preparation

Measuring Sales Content Impact

Categorizing Sales Content Efficiently

& More!

Oct 28 2019

43mins

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120: Future Proofing Your Sales Career With Anita Nielsen

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This week we have Anita Nielsen on the podcast. The Author of "Beat The Bots" has lots of thoughts on how sales is changing and the increasing role of technology in the profession. The average sales rep needs to change, because simple sales activities can become automated in years to come. 

Highlights include:

The Death of the Average Sales Rep

Can You Teach Empathy?

Future Proofing Your Sales Career

& More!

Oct 21 2019

44mins

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119: The Beginning of a Sales Career With Lauren Bailey

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You may have heard of GirlsClub, set up by Lauren Bailey to help coach and celebrate women in sales and their success’. This week Lauren is our guest on the podcast. Women in sales being one, getting a good start in your sales career and a look into why being a hunter in sales is harder now than ever…

In this podcast, you’ll learn: 1 Actionable Way To Hire More Women In Sales Getting Off The Ground When Starting In Your Sales Career Why Being a Hunter In Sales Is Harder Now Than Ever & More

Oct 14 2019

40mins

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118: The Age of Product-Led Sales with Evan Lewis

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Evan Lewis is our guest on the podcast this week, and he’s got some great stories to tell. He started his own company and talks openly about why it failed. After realizing why it happened, he doubled-down on learning sales and is now in the VC world. This was a killer episode. Highlights include:

What VCs look for in a company to invest in

Product-led sales vs product-centric sales

Running a great product-led sales team

The future of the SDR role 

The future starting point in a sales career

Oct 07 2019

39mins

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117: Leading A Growing Company With Suneera Madhani

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This week we're proud to have Suneera Madhani on the podcast. Suneera earned her stripes as a sales person going door to door, working in a seriously difficult industry. She's now running her own company and shares with us the highs and lows of running her own growing team. Highlights include:

Learning the hard way vs asking for help

Controlling culture through change

Challenging your team with honest conversation

& More!

Sep 30 2019

49mins

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116: Sales Lessons From Coaching The Yankees With Coach Dana Cavalea

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Former Yankees' Strength and Conditioning Coach Dana Cavalea joins us on the podcast this week to review where the similarities between elite athletes and business men and women exist. Highlights include:

Building a successful mindset

Staying on top of your game

Getting out of a slump

Using healthy motivation

& More!

Sep 23 2019

47mins

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115: Under The Skin of Successful Salespeople With Mary Grothe

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This week we have Mary Grothe, CEO of Sales BQ on the podcast. Mary is a sales trainer and keynote speaker who has an incredible drive to succeed in sales. In this podcast Mary talks about how she got into sales and used her own drive to blow her quota up and climb the career ladder. Highlights include:

Behind Mary's motivation and passion

Using BQ to dominate your market

How to hire passionate people 

How to manage passionate people

& more!

Sep 16 2019

44mins

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114: Taking Charge of Your Sales Career With Sydney Sloan

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This week we’re proud to have Sydney Sloan join us on the podcast. Sydney leads marketing at SalesLoft as their CMO. In this episode Sydney and John talk about what a sales career looks like right now and how you can climb the career ladder. Highlights include:

Leveraging networks you didn't know about

SDR and AE relationships

First-time management

Becoming a sales leader

& More! 

Sep 09 2019

47mins

Play

113: The Inside View at High Growth Companies

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We have 2 guests this week who have lived and breathed through every effort Looker have made to grow in the last 5 years. Talal Assir and Rafael Jara-Simkin link the Looker sales team with the sales engineering team and have scaled these teams together. Highlights from this episode include...

The gap between sales and sales engineering

How to hire passionate people

What it's like every day in a high growth company

How to find your niche in the market and nail it

Sep 02 2019

47mins

Play

iTunes Ratings

97 Ratings
Average Ratings
82
5
1
4
5

Great

By kingATLxo - Oct 28 2019
Read more
I really enjoyed this show!!

Jim DeMichele

By DeMichele - Sep 13 2018
Read more
Real and to the point is how I describe John and his insight